Distribution Partner Manager

About the role

Figma is growing its distribution partnerships team to scale growth through strategic alliances. This includes accelerating go-to-market (GTM) efforts, driving adoption of Figma’s platform, and unlocking new use cases via AI tools.

Responsibilities

• Identify, evaluate, and execute new strategic distribution opportunities that require complementary GTM partners, and onboard qualified organizations into Figma’s formal partner program
• Manage and grow relationships with service and commercial partners across AMER — including public sector and Federal clients — driving partner-influenced revenue and aligning on mutual success plans, critical metrics, and documented wins
• Partner with Figma’s GTM teams to source, scope, and progress partner-influenced opportunities, while identifying new co-marketing and co-selling motions that expand reach and unlock new use cases
• Evaluate and mature indirect sales motions in the context of Figma’s established sales model, recommending improvements that streamline execution and support long-term growth
• Education and enable the partner ecosystem on Figma’s products, services, and AI capabilities, while building strong cross-functional relationships with Sales, Marketing, Customer Experience, Product, and other internal partners

Requirements

• 10+ years of professional experience in partnerships, business development, channel, or related GTM roles
• 3+ years of experience handling external GTM partners (e.g., SIs, agencies, consultancies, ISVs, resellers, marketplaces, or referral partners)
• Proven experience building partner programs or strategies from inception to execution, including defining important metrics and revenue goals
• Experience managing multiple strategic partner relationships simultaneously and driving measurable revenue outcomes

Qualifications

• Experience working with partners to influence or capture business within the U.S. Federal government
• Worked at a service organization or channel partner in a direct GTM capacity
• Sold to product, design, or technical audiences
• Familiar with UX/UI design principles, collaboration tools, or digital product development workflows
• Exposure to a sales methodology (e.g., MEDDICC, Command of the Message)

Skills

• Strategic thinking and partnership management
• Ability to build and manage relationships with key stakeholders
• Strong negotiation and relationship-building skills
• Excellent communication and presentation skills
• Experience with Salesforce or similar CRM tools

Benefits

Figma offers equity to employees, as well as a competitive package of additional benefits, including health, dental, and vision coverage; retirement benefits with company contributions; parental leave and reproductive or family planning support; mental health and wellness benefits; and paid time off.

Pay

Annual Base Salary Range: $140,000—$296,000 USD

Schedule

Full-time role that can be held from our New York City or San Francisco hub - or remotely in the United States.